Lead management doesn’t come easy. From those that give fake information to the ones ready to buy now, you and your team need to sift through which leads matter. If you’re finding less time to qualify leads and more time being dedicated to serious clients, then consider the Inside-Sales-Agent (ISA) team model. In this video, we’ll show you the pros and cons to hiring an ISA, so you get help with lead management.

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Are you tired of your agents constantly telling you they don’t have time to follow up with their leads? Then maybe it’s time to explore a new team structure: Hire an ISA.

An ISA (or Inside Sales Agent) is a person on your team, who is responsible for nurturing the database. They’re typically a licensed agent, and they’re job is to hand off ready-to-buy leads to your team. Think of them as your lead wrangler. This individual should love getting leads on the phone, be able to strike conversations, and build great relationships before they hand them off to your team. With an ISA, one person will be accountable for follow up. Not a whole team.

The pros of having an ISA are: Your agents are able to remain focused on selling real estate while the ISA is responsible for lead qualification and nurturing. Your agents will only be dealing with leads who are ready to purchase a home.. And finally, having a dedicated ISA ensures a quick response time to new leads.

There are some cons with having an ISA as well: Hiring does means an additional business expense. Agents can also be hesitant to transition to a structure where they are not directly receiving leads. And lastly, leads can form a relationship with the ISA so it could be jarring for them to work with an agent they don’t know.

You’ll want to make sure that the person you hire will be an asset to your team. So, take some time to think about these positives and negatives before you decide this team model is right for your business.